Sr. Partner Sales Manager, IBM - EMEA

The next era of software won’t operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile, reactive, or limited by the assumptions of the past. Cockroach Labs exists to build what comes next — before the world requires it. We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we’re helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale. This is the kind of challenge that attracts people who want to shape industries, not just participate in them. The work is ambitious, the standards are high, and the impact is real.

The Role

Cockroach Labs is seeking an experienced Partner Sales Manager to own and grow our OEM partnership with IBM across the EMEA region, with primary focus on the United Kingdom. Based in the U.K., this role is focused on driving partner‑attributed and partner‑sourced revenue through co‑sell alignment, joint execution, and close collaboration with IBM’s regional sales organization and Cockroach Labs’ internal field sales teams. You will act as the regional owner and overlay lead for the IBM partnership in the EMEA region—responsible for relationship management, co‑sell, pipeline development, partner enablement, deal support, and forecasting. This is a highly collaborative, cross‑functional role that works alongside field sales teams to influence, accelerate, and scale partner‑led opportunities.

You Will

• Own and manage the IBM OEM partnership across the EMEA region, serving as the primary regional owner and point of accountability.
• Act as a co‑sell overlay, working closely with IBM’s Americas sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner‑sourced and partner‑attributed pipeline.
• Work closely with IBM’s EMEA sales organization and Cockroach Labs’ sales teams to generate and progress partner‑sourced and partner‑attributed pipeline, directly driving regional revenue through joint selling motions.
• Drive net‑new and expansion revenue by identifying new customers, expanding footprint within existing accounts, and increasing market penetration across the EMEA market.
• Lead account‑specific partner programs and execution plans for priority IBM accounts, tracking progress and driving measurable outcomes.
• Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations.
• Drive regional partner enablement, including sales training, field readiness, and messaging alignment.
• Maintain ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting.
• Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders.
• Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across the EMEA region, including escalation management when needed.
• Collaborate cross‑functionally with Sales, Sales Leadership, Product, and Marketing teams.
• Travel across Europe to support partner engagement, customer meetings, and regional events.

You Have

• 5+ years of experience in partner sales or partnership management.
• Proven ability to drive revenue through partners, ideally within OEM, cloud, or enterprise technology ecosystems.
• Strong sales‑focused mindset with experience owning pipeline, forecasting, and closing complex deals.
• Demonstrated success working closely with partner sales teams and internal field sales organizations.
• Highly motivated, proactive, and comfortable operating autonomously in a regional role.
• Ability to manage multiple accounts, programs, and initiatives simultaneously.
• Strong organizational skills with attention to detail and the ability to track progress across complex deals.
• Excellent interpersonal and communication skills, with the ability to build trust and influence across organizations.
• Willingness to travel across the U.K. and broader Europe.
• Creative, outside‑the‑box thinker who can adapt to complex partner dynamics.
• Self‑motivated, target‑oriented, with strong problem‑solving skills and the ability to work independently in a fast‑paced environment.
• A demonstrated practice of integrating AI tools into your daily workflow to improve speed, quality, and decision‑making.
• Fluency with AI across core tasks (research, drafting, analysis, planning) used as a default, not an exception.
• A continuous drive to experiment with and adopt better ways of working as tools evolve.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• And more!

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at accessibility@cockroachlabs.com. Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.